January 16/23, 2017: Volume 31, Number 16 By Scott Perron Nostradamus was said to be a prophet who lived in the 16th century, spawning many tales of his ability to predict tragic events far into the future. While this seer may have been misinterpreted during his lifetime, one thing is for sure: He was not in the flooring business. Now please do not take my comments to suggest a great
January 2/9, 2017: Volume 31, Number 15 By Scott Perron In 2017 it will be 29 years since I entered this industry, where it has been my wish to remain a student of the game, with the goal of remaining relevant. Our retail company prides itself on under promising and over delivering. This past month, an exchange between a client and me prompted this article in the hopes of teaching
May 23/30, 2016; Volume 30, Number 24 By Scott Perron As I think back to my childhood and the early days growing up in our small family business, there are so many lessons I can extrapolate when it comes to running a successful business. But none is more important than having integrity, which is defined as “the quality of being honest and having strong moral principles.” Back in the late
Jan 4/11; Volume 30/Number 14 By Scott Perron Now that 2015 is over I imagine some of you are looking back and thinking, “What happened?” The last 12 months cranked by in a flash and based on the activity we saw in our market it’s no wonder. Construction is busy, real estate inventory is low and although the rates are edging up money is still cheap. So, what should we
Jan 18/25; Volume 30/Number 15 By Scott Perron The International Surface Event in Las Vegas begins this week and the industry is geared up for another jam-packed week with hundreds of manufacturers, distributors and brokers selling their wares, showcasing new products for the coming year and capitalizing on a massive audience of dealers, installers, designers and architects. Attendees will be lined up by the thousands to see the latest offerings,
September 14/21; Volume 30/Number 7 By Scott Perron What is it about the idea of cold calling a new prospect or customer that makes sales professionals dread it? It has been ingrained in our heads since the beginning of time that cold calling is somehow difficult, ineffective and not worth our time. Well folks, I am here to tell you that preconception is dead wrong. Granted, in times of economic
March 30/April 6, 2015; Volume 28/Number 20 By Scott Perron I read an article recently written by one of the industry trainers for whom I have a great deal of respect, speaking negatively about the “art” of networking. My goal is never to bash a colleague and I’m not going to start now, but without a doubt in my mind, networking is not only a phenomenal way to build a
January 19/26, 2015; Volume 28/Number 15 By Scott Perron (Second of two parts) “In the absence of great leadership, people will listen to anyone who steps up to the microphone.” In an instant I remembered that quote used by Mark Fernandes, chief leadership office at Luck Companies, at his Values Based Leadership educational session at Surfaces East this past October, as I had said the same thing hundreds of times.
Nov. 18/25 2013; Volume 27/number 15 By Scott Perron When it’s all said and done, 2013 will be known as the year that the flooring industry officially left the recession of 2009 and beyond. Although there have been slight signs of recovery since late 2012, most dealers in almost every market are reporting a favorable increase in business while others are strategically planning for real-time growth. I have talked with
Oct. 7/14, 2013; Volume 27/number 12 By Scott Perron As I travel around the country developing stores and consulting for many others, I’ve noticed a true separation between the stores that prosper versus the ones that struggle. More often than not, business failure is from a breakdown of sound business practices that lead to disappointment.